I was out playing golf the other day with Dave and after watching me slice a few times, he kept reminding me of hitting the sweet spot. That is the area of the club the ball hits and then flies straight to its intended target. And golfers know when you hit the sweet spot the club and the ball seem to sing in perfect harmony. In fact, one can hear a click as the ball comes off the club. Don't you... Read More

Lessons from the Sales Field We just completed our latest Business Acceleration Sales Seminar. Our dialogue was crisp and thought provoking and many came away with several good best practices to take back to their firms. With over 29 years of aiding sales managers and sales professionals there are some new trends developing. Here is a list of best practices from the sales field that will... Read More

With so much going on in our crazy worlds there is too much to do and not enough time to get things done. However if you are like most individuals you procrastinate. Research illustrates that over 88% of individuals procrastinate and waste much time and energy. Procrastination wastes time and most of all sucks your energy. We just completed a marvelous seminar with many selling professionals and... Read More

This article was reprinted with the permission of Drake International, a global HR solutions company. To access the original article, click here . For more from Drake International’s company blog, check out DrakePulse.com . Congratulations! You’re now on the job, and things are going great! Time to sit back, relax, and enjoy a long and rewarding career. But wait. It’s not that easy. These... Read More

In speaking with my clients recently all sales managers seem to have the same issue on their mind how to gain more production and profits from their sales staff. With audacious goals this is a grave issue. Stunted growth still continues to haunt sales teams as organizations continue to sit on cash. Many continue to seek the magic bullet or in today’s vernacular the “killer app” to aid in sales... Read More

Making Two Sales In One James called me the other day to indicate how he was struggling to make sales. While I understand the continued issues in a post recessionary world there are those that are doing well. When I indicated that perhaps he is working too hard he questioned me saying, “How can I work less when I need to sell more?” The issue here is that too many selling professionals... Read More

Every team has their ups and downs in fact. Selling is a volatile profession . It is not about the peaks and valleys but understanding the highs and lows. By this I mean learning from your mistakes. My mentor has an expression “ I cannot believe how stupid I was two weeks ago ”. I wholeheartedly agree. We learn each day on the job. In fact for 29 years this is what I have loved about selling... Read More

During my high school and collegiate days I ran track. I recall the numerous times I attempted new goals and failed to reach them. Or there were times when competing that required some changes. In both instances I returned to fundamentals, Similar issues happen to those selling, Sales professionals compete each day with some days going great and others not so much. Sometimes no matter how hard... Read More

John called me the other day bantering about a client. He was very concerned about a recent conversation. When I asked him what was stated he mentioned that the client left a brief phone call about a “concern for the service”. John knew he provided exemplary service and could not image what was wrong. He ran every grave scenario through his mind. When he finally calmed down he realized what he... Read More

Many of my clients all seem to be facing similar issues – lack of client relationships and lack of revenue. As the recession continues the lethargy of sales teams is hurting productivity and performance. Sales managers need aid with inspiring their staff so that they can reach those audacious goals. Motivation helps both the team and the customer. For the customer a motivated sales agent leads... Read More